JOURNEY OF A MEDICAL REPRESENTATIVE

JOURNEY OF A MEDICAL REPRESENTATIVE OR MR

It is not a time bound job. There is no specific time or routine of a Medical Representative or Medical Rep or MR. It may very day by day as per priority. It is not fix hours job. Basically the job of an MR is to meet doctors and promote the brands of his company. But it is not like that. He has to do a lot many things apart from that. An MR is there in a company to generate business however. And for that company has a fixed strategy and the pathway to follow.

Generally, an Medical Representative or Medical Rep or MR has to attempt 11 doctor calls in a day on an average. It can be more or less, depending on the company strategy. MR has to achieve target on Monthly, Quarterly, Half yearly as well as yearly basis. In most of the companies, Targets has been decided before the year starts for the full year. A year can be either calendar year or financial year. If any division of a company has seasonal products then targets may be very low in months when there is no season, And high in full seasonal months.

Most of the companies give primary sales target to his field staff. There are two types of sales, Secondary and Primary. What a stockiest sales is Secondary sale and what he purchases from company is Primary sale for MR. It is easy for MR to manage sales if there is Primary sales target, to earn incentives from the company. Because he can control the primary sales but to control secondary sales he has to have a deep involvement and control over his market and territory. These targets are achievable if MR is working properly and follow company’s strategies well. He has to be consistent. Medical Representative or Medical Rep or MR can earn handsome incentives and go for a trip with his family by achieving target.

A Medical Representative or Medical Rep or MR has to give data of his work done in the field and figures that he achieved on monthly basis in the form of a format, Excel sheet format generally. Now days, company can track most of the data online. Every company has its interface in which MR has to fill data regularly. So that the management can track the working of field person and watch the figures they achieve in particular territory or area. Some companies providing tablets to their field staff. It facilitates field staff to provide data on immediate effect. And on the other side company tracks its field staff via GPS of tablet. It would be easier to detail in front of doctor as well with the use of a Tablet. It also leaves a good image of the company in the mind of doctor. It saves papers which is good for environment as well.

The area manager or regional manager reviews the work done by MR either monthly or quarterly. And they also have been reviewed by their superior.

It is a very good learning experience to do a job of a Medical Representative or Medical Rep or MR because he has fixed number of doctor and fixed territory but still he meets many new people daily. He comes across with many new situations and has to deal with unexpected scenarios in the field. The pharma market is not stable at all. It changes very frequently. It is a very high margin business. So, many new companies come with a bunch of products to grab this opportunity to earn. The competition is getting very high day by day. And this market is very versatile.

The success of a Medical Representative depends upon the convincing skill and smartness. How he deals with the situation and how he troubleshooting the problems comes on his way. He can achieve all his goals and earn very good money if he has the skill. To survive in this competitive pharma market, it is necessary to have these skills. It is totally different market then it was 10 years before. And these changes will be continuous time by time. How you make relations with the customers plays a very big role. For making relation with your customer, your communication skill must be good. What you want to convey to him and convincing him is very important.

To stay at the same post and in the same company for many years is very difficult for a Medical Representative in this competitive and versatile market, And extremely difficult to retire as Medical Representative in same company.

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